Director of Inside Sales

ALW

Director of Inside Sales
Remote

ALW, a brand of LMPG, strives to be the most meaningful and engaged Architectural Lighting brand on the market. ALW is committed to providing solutions and products that help make manifest the vision and design intent of its specification partners, all while providing the best value to its agents. We not only take pride in our products, but also in our culture, innovation, and leadership team. We are looking for someone that strives to bring value, innovation, and creativity to all they do.

Celebrating over twenty years of creating and manufacturing industry-leading product and solutions, you have the opportunity to take part in something special and a brand that is a part of something larger.

Our Four Core Values are shared across the entire company, collectively driving the way Team ALW approaches each day, regardless of role or department. WE are passionate about:

• Customer Commitment: Being as easy to do business with, as agent-friendly, and as highly responsive to our external and internal customers as we can be;
• Innovative Spirit: Creating exciting new products, offering custom solutions, continuously improving our processes, and always being flexible and solutions-driven;
• Teamwork: Our dedication to our teammates, both internal and external, being respectful, helpful, and flexible, while never forgetting to have fun and celebrate;
• Ownership: Our individual and collective accountability, basing our actions on integrity, trust, and expertise to follow through on all commitments.

You Will Be Responsible For:

• Product Expertise: Become an expert on ALW’s product lines and capabilities. Bring your background in operations and process systems to the forefront to inform and improve our already robust system.
• Standard Quotations: Oversee and manage our quotes and inside account support managers. This will include managing and improving our quote intake process, communication, and completion of quotes. Implementation and monitoring of team KPIs, managing quote value, and overseeing exceptions in gross margin. Establishing best practices, oversight of agent-specified pricing. Coordination of activity within Salesforce and our other operational systems. Coordination of project quotes from onset to and through the Order Entry team.
• Advanced Quotations (Application Sales Team): Oversee and manage quotations for the project team that executes quotations that are considered “Advanced,” defined based on the size and/or technical complexity of the products (ranging from standard modifications to complex modifications).
• Act as the primary pre-sales point of contact to agents.
• Prioritize and manage multiple requests for quotation (RFQs) simultaneously.
• Configure, price, and quote an itemized bill of materials (BOM) using ALW’s Salesforce Quotation & Order Management platform.
• Interpret project intent by gathering and analyzing multiple sources of information:
• Take-offs, reflective ceiling plans (RCPs), annotated/redlined drawings.
• Cross-overs of equivalent competitor fixture codes and/or spec sheets.
• Formulate product options that meet project specifications, customer requirements, budget parameters, and project construction timelines.
• Negotiate pricing to meet budgetary requirements while maintaining maximum profitability. Involve management for approvals exceeding discount thresholds.
• Coordinate requests for/review of technical drawings from ALW’s drafting engineers.
• Pre-Sales Project Management: Act as the ALW owner of Advanced projects throughout the entirety of the pre-sales project lifecycle, from RFQ up to the point of order release.
• Respond to pre-sales technical questions on products, applications, and capabilities.
• Process new quotes, quote revisions, and hold-for-release (HFR) orders — ensuring proper documentation and readiness at the time of order release.
• Coordinate cross-functional efforts to keep projects on track, in scope, and within budget – involve sales, engineering, technical support, and production as needed.
• Involve regional sales managers (RSMs) on large, complex, and high-profile projects.
• Order Entry: Oversee our order entry team. Ensure coordination of all sales entry activity, whether it be a standard or advanced quotation. Make sure drawings and coordinated support documents are in compliance with release and project standards. Manage the KPIs and thresholds of day-to-day order entry goals and reporting.
• Outside Sales Support: Directly assist and support ALW’s RSMs in order to drive quote conversion and achieve company sales targets.
• Provide internal pre-sales technical and administrative support to RSMs.
• Ensure response times to customers meet/exceed ALW standards and expectations.
• Own and manage pre-sales projects, keeping RSMs apprised of status and consulting them for support as necessary.
• Customer Service: Field and promptly respond to frequent inquiries (via phone, email, and internal ALW systems) from external project stakeholders, including ALW’s lighting agency partners (agents), specifiers, contractors, and distributors.
• Post-Sales and Tech Support: Oversee our Post-Sales and Tech Support team. Coordinating on-site visits for troubleshooting and execution of in-field support. Establish metrics and KPIs to monitor our support classifications and tech support execution. Work with the factory and engineers on providing solutions. Respond to our customers and manage the tech support workflow.
• Salesforce System Administration: Own all pre-sales project-related work in ALW’s Salesforce Quotation & Order Management.
• Create, manage, and record all documentation on involved projects.
• Update Salesforce in a timely manner to properly reflect the current status of projects.
• Administer the specification credit tracking process, including front-end registration management and agent coordination.

Your Primary Objectives Will Be To:

• Meet/exceed company and department Key Performance Indicators (KPIs).
• Achieve the highest levels of conversion rates (turning quotes into orders).
• Nurture existing relationships and proactively create new business opportunities.
• Contribute to the achievement of company sales and profitability targets.
• Drive industry-leading customer satisfaction scores.

Your Strengths Include:

• A positive, can-do attitude.
• Customer service aptitude.
• Ability and willingness to learn (ALW products, LED and lighting control technology, pricing structures, and Terms & Conditions of sale).
• Identifying and asking the right questions.
• Creative problem-solving.
• Outstanding & professional communication skills – ability to easily articulate and educate on complicated concepts.
• Disciplined and self-sufficient with excellent attention to detail.
• Excellent organization, time management, and workload prioritization – ability to manage high volumes in order to meet strict deadlines.
• Punctuality and responsiveness.
• Strong interpersonal and relationship-building skills.
• Systems knowledge and technology proficiency.

Your Experience & Qualifications Include:

• College degree preferred. At least 4+ years of professional experience.
• Previous experience in Inside Sales, Account Management, Quotations, or Customer Service.
• Lighting, electrical distribution, or manufacturing experience.
• Must be capable of reading and interpreting written specifications, blueprints, and architectural drawings.
• Proficiency in Microsoft Office and CRM/ERP systems. Salesforce experience is a plus.

You Will Succeed If You:

• Believe in and demonstrate ALW’s Core Values in all your interactions.
• Invest in becoming an expert on ALW’s product offering, capabilities, and processes.
• Work closely, effectively, and frequently with your intra/inter-department teams.
• Always maintain a positive, can-do attitude with customers and teammates alike.
• Are a team player, providing support and assistance whether or not specifically asked.
• Don’t shy away from picking up the phone to ask questions or provide answers.
• Are self-sufficient and willing to dig for an answer before asking for help.
• Proactively identify, evaluate, and propose solutions to questions or problems.
• Challenge yourself to build strong customer relationships.
• Always have fun and have a drive to succeed!

Apply today by sending your resume to [email protected]

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